Years ago, when we started or professional career, a wise mentor of ours told us something which has been invariably true.
“The most difficult task in a company like this is selling”, said he, and added “but the second most difficult one is to get the invoices paid for. And you need both to succeed".
At that time we were not old enough to really understand the importance of this teaching, and we were happy juniors that took all that for granted, and presumed fair play end to end.
After so many years, it is still surprising to notice companies which seem not to have learnt from their elders… and even more surprising to note that one of these companies is based in a country whose traditions and culture specifically teach respect and appreciation to their elders, and to all the experience and knowledge they own.
Interesting to note that it has been in EMEA, in their overseas operation, that the issues have popped up precisely. What makes us think that Europe still has a lot to learn from the Far East, and eventually European culture still clashes with Asian.
Particularly shameful for Spaniards… who seem fond of selling bearskins far too easily.